Senior Director, Strategic Accounts

This is a fully remote position, open to applicants in Florida.

📋 Description

• Take ownership of regional revenue performance and the overall account strategy within the designated territory.

• Transform the vision set forth by the VP of Strategic Accounts into actionable regional operating plans with defined goals, expectations, and processes.

• Enhance forecast accuracy and pipeline integrity through routine inspections, an established operating cadence, and data-driven forecasting.

• Lead the development of strategic account plans by utilizing analytics, market trends, and program performance to focus on high-value opportunities.

• Direct complex deal strategies, coordinate cross-functional resources, and support high-stakes negotiations.

• Mentor Strategic Account Directors on negotiation excellence, pricing strategies, discount and approval guidelines, executive-level contracts, and quality of close-plans.

• Promote Inclusive Access, Equitable Access, and the execution of Cengage Unlimited along with data fluency initiatives.

• Foster partnerships with channels and bookstores for Inclusive Access, Equitable Access, and Cengage Unlimited accounts.

• Collaborate with Solutions Sales, Solutions Engineering, and Customer Success leadership on pre-sale strategies and post-sale execution activities.

• Create and empower a high-performing, inclusive team through coaching, skill enhancement, and clear expectations.

• Uphold standards for account planning, sales methodologies, commercial guidelines, and institutional engagement.

• Update the team and the VP of Accounts on performance metrics, risks, opportunities, and market indicators.

• Drive continuous improvement in sales processes, workflows, and the Institutional Sales approach.

⛳️ Requirements

• A bachelor’s degree in business, marketing, education, or a related discipline.

• Between 7 and 10+ years of progressive sales experience within B2B, higher education, publishing, SaaS, or enterprise-level account management roles.

• A minimum of 3 to 5+ years of direct sales leadership experience managing quota-carrying Account Executives/Strategic Account Directors with complete revenue responsibility.

• Proven ability to lead intricate, multi-stakeholder institutional sales cycles, including engagement with executive-level customers.

• Strong commercial acumen, encompassing experience with pricing strategies, discount governance, negotiation frameworks, and contract execution.

• Excellent communication skills, executive presence, and capability to inspire confidence among senior institutional leaders.

• Strong operational rigor, with experience in driving consistent processes, accountability rhythms, and performance management practices.

• A track record of cultivating high-performing, diverse teams with an emphasis on talent development, succession planning, and coaching excellence.

• Strategic and analytical mindset, capable of translating organizational direction into actionable regional plans.

• High proficiency in Salesforce and adept at data interpretation.

• In-depth understanding of the needs, decision-making processes, and value drivers within higher education institutions.

🏝️ Benefits

• A comprehensive and rewarding Total Rewards package.

• A variable sales incentive compensation program.

• An annual individual target variable compensation of $85,000.

• Reasonable accommodations for qualified individuals with disabilities during the job application process.